by Art Waskey | Aug 2, 2021 | Art of Sales Weekly, Featured
Being in a leadership position is an honor we work toward, but once there, you may find yourself unsure of how you go about handling success. Have you ever found yourself proud to be put in charge, but not quite sure how to proceed? As a seasoned leader, I find that the most important place to start is to consider and understand the needs of those you lead.
An effective leader
Here are some of my insights into what makes an effective leader.
Authority and responsibility – Accepting a position in sales, or any other form of leadership, is a choice you make. Such positions mark you as a representative of your company and enable you to expand your realm of influence. This is a large responsibility and one you must treat with respect.
Develop power wisely – Find and master the tools you need to succeed. As you progress in your sales and leadership roles, you will develop additional gifts and talents through “hardwired capacities.” Learn from others in your company and from your manufacturers’ reps. Let “iron sharpen iron.”
Permission – When I proved to my parents I was a safe driver, I was given the keys to the family car. Likewise, as I climbed the sales management ladder, I was given the keys to the businesses I was managing. If you believe in yourself and work hard, there will come a time when you are trusted with permission to lead. That permission comes with an understanding that you no longer have to ask what to do but are expected to know what to do and to report on it.
Life-satisfying privilege – In his book, See You at The Top, Zig Ziglar wrote: “The real opportunity for success lies within the person and not in the job. Success is not a destination, it is the journey, it’s the direction in which you are traveling. The privilege of leading people is that you can get what you want, instead of having to want what you get.
Designed for accomplishment
Handle your success by carefully considering your position of authority, responsibility and power. The permission you have been given to lead is a life-satisfying privilege. As Ziglar would say, “You were designed for accomplishment, engineered for success, and endowed with the seeds of greatness.”
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by Art Waskey | Jul 27, 2021 | Art of Sales Weekly
Napoleon Hill posited, “Whatever the mind of man can conceive and believe, it can achieve.” Hill is an example of someone who found his self-confidence later in life by believing in himself. He had repeated business failures, three failed marriages, was charged with fraud, and falsified his education. Yet, he was able to overcome the negativity of his early years and write the classic business-positive book, Think and Grow Rich, at age 54. He died at 87 a successful and respected man.
Overcome Discouragement
We all have to overcome some form of discouragement in our lives. No one gets a pass, so it is important to learn how to deal with negativity. I was named after my maternal grandfather, who told me at age 12 that he was ashamed that I bore his name. He said I was lazy and wouldn’t amount to anything, words I carried with me for too many years. Now I realize it’s better to treat comments like these in the same way as the cat who reacts to his jump on a hot stove. It may burn you once, but now you know never to go near that place again. Move on.
When we free ourselves from negative thoughts, we are able to go forward. Belief in one’s-self enables you to see the needs of others and be opened to serving them. As Hill wrote, “I will eliminate hatred, envy, selfishness, and cynicism, by developing love for all humanity, because I know that a negative attitude towards others can never bring me success. I will cause others to believe in me, because I will believe in them, and myself.” The most successful people I know all believe in themselves and have the ability to discern the needs of others.
Find your purpose
Henry Wadsworth Longfellow stated, “The greatest tragedy of the average man is that he goes to his grave with his music still in him.” I always believed that God had a great and unique purpose for me. By acting responsibly in the world, we uncover the meaning in our lives and can play our music at top volume.
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by Art Waskey | Jul 20, 2021 | Art of Sales Weekly
The disciplines of an organized executive
Self-confidence
Sales and leadership is more about a person’s self-confidence than the amount of product or a service they provide. Customers and sales people alike are affected by those who exhibit trustworthiness and assurance. You can develop self-confidence by working on the disciplines of an organized executive. I have been coaching a client, who is beginning a career in outside sales, on these disciplines. After just two weeks of sessions, he was able to close three accounts. He attributes this success to the disciplines, which give him the confidence he needs to properly prepare and engage.
The Disciplines
What did my client learn in two one-hour sessions that created such an impact? Here are some of the disciplines that helped him.
Clear the Mind – Most of us try to juggle too many things at once. This often prevents us from doing meaningful work. In his book, Deep Work , Cal Newport states, “Shallow Work is non-cognitively demanding, logistical-style tasks, often performed while distracted.” To clear your mind and become less distracted I recommend writing down all of your tasks. I prefer doing this in a journal rather than on a tablet because it is easier to view the unfilled tasks. A journal also offers none of the distractions inherent in an electronic device.
Develop Focused Concentration – Once you have cleared your mind, focus on a few important goals and set aside everything else. Narrow your attention to your most critical tasks and stop trying to do too many things at once. Focused concentration must become a top priority to maximize your effectiveness.
Practice Organizational Skills – Get organized. Note all meetings, important goals, and next steps as appointments on your calendar. Color code each category of work so you can quickly identify tasks. Address your email as it comes in and keep your Inbox empty. Build permanent computer folders annually. Have a goal of finding anything in your office or on your desktop in less than 15 seconds.
Share your skills
The salesperson I worked with mastered and put to use these basic skills. Today he exudes self-confidence, which has been noted by those he works with. A fellow salesperson has already asked him what is behind his early success. The disciplines of an organized executive can become contagious. Be sure to share them with others.
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by Art Waskey | Jul 13, 2021 | Art of Sales Weekly
I have a client who is concerned about her intellectual growth. She asked how I came up with so many ideas for my weekly sales tips. I shared with her that reading was my greatest resource. One of my favorite quotes is from Margaret Fuller: “Today a reader, tomorrow a leader.” Margaret Fuller, a nineteenth century American journalist, editor, critic, translator, and women’s rights advocate, read her way to success. Stephen Covey, in his book The 8th Habit, discusses the importance of reading today. He emphasizes that this activity is a core way to stimulate the mind, which is the center of learning.
Three reading disciplines
There are lots of ways and reasons to read. To get the most out of this important resource, I find it valuable to break reading into these three disciplines.
Breath of Knowledge – A varied range of reading material creates a strong knowledge base. If you find the classics or more technical works hard to read in print, listen to them on audio. A couple years ago, I helped teach a course on language in which we listened to the Harvard Classics . Since then, I have been learning from the great works of Cicero, Dickens, and Melville, to name a few, via audio books.
Pure Enjoyment – Reading your favorite books and authors is a good way to relax and be inspired. eBooks readers put a vast amount of material available at your fingertips. I keep a collection of my preferred contemporary writers, like John Grisham, David Baldacci, and Michael Crichton, on my Kindle.
Read to Learn – The best way to learn from a book is the good old fashion way — read it in print. Purchase books so you can highlight your favorite passages. I also recommend writing down a collection of your thoughts or meaningful quotes from each book and saving them. I call this practice, reading to own.
Build castles of possibilities
Reading is an important resource. Business writers I especially admire include Stephen Covey, Jim Collins, Malcom Gladwell, and Patrick Lencioni. Whether in audio, electronic, or print format, reading fuels the imagination and develops the mind. Through words you can learn so much in a short time. As the Nigerian poet Ben Okri so beautifully writes, “It [reading] takes the raw material of the mind and builds castles of possibilities.”
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by Art Waskey | Jul 7, 2021 | Art of Sales Weekly
Getting the Price Right
The pandemic has disrupted supply chains, resulting in shortages of goods and rapidly escalating material costs. Suppliers and distributors have had to adjust their pricing policies (see related article: best-pricing-strategies). When considering a price increase, all customers are not the same. Both suppliers and distributors have asked me how they can determine if the customer is getting the right price.
Customer segmentation
To determine pricing levels, I suggest you create a pricing strategy based on customer segmentation. Consider these elements:
- Order frequency – Customers that purchase weekly are loyal, core accounts and don’t shop around. They are your base. You don’t want to lose them through overly aggressive pricing. Consider moderate and measured price increases for this group.
Buyers that come to you only because of an urgent need or because their normal supply channel is out of stock are infrequent customers. Assign maximum pricing to this group.
- Size of orders – The cost of processing an order is the same regardless of size but large orders from core accounts receive perks like free delivery or other special considerations. For smaller orders consider charging for these services as part of your pricing strategy.
- Breadth of products – Core customers buy a mixture of high and low volume products frequently, and sometimes non-standard items. Be sure to price each item accordingly, with best buyers receiving best price. Maximize your sales by using your eCommerce technology to upsell and cross sell more products.
Review your accounts
When considering price increases, I recommend reviewing all accounts by sales rep or store assignment. This review should list the current pricing for each item (breath of products purchased), order frequency, and annual sales. You will find that customers with contracts are often getting prices that are too high or too low. Make adjustments. Infrequent shoppers may have been given special pricing that’s too low. Take the time to correct those.
Intervals of price increases are a good time to increase your profit margins, if handled correctly. Review your accounts for proper segmentation, remove inappropriate pricing, and engage in positive interactions with your customers. In this way periods of price instability can become valued, rather that dreaded, occurrences.
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by Art Waskey | Jun 29, 2021 | Art of Sales Weekly
We’re back meeting with customers face-to-face. Yet in this “post pandemic era,” it feels like the way we do business will never be the same. Sales reps report that online ordering has become a comfortable habit for their clients. They also note that customers have moved to alternative wholesale channels and some are even ordering directly from suppliers. Many reps feel like they are starting over from scratch and need to learn new sales skills. As the 19th century French poet and novelist, Victor Hugo, wrote “There is nothing so powerful as an idea whose time has come.” For sales reps in a post-COVID world, that idea is proactive selling.
3 Proactive Sales Tips
Given that alternative sales channels are here to stay, let’s consider proactive ways to compete against them by adding value.
- Develop an eCommerce presence – To compete against the Amazons of our world, you need to provide on-line ordering and fast delivery. Enlist a well-qualified eCommerce platform designer to develop your website. Stock your on-line store with the products most in demand by your top customers. Then organize a shipping system that enables overnight delivery from your location or that of your supplier.
- Add vendor managed inventory (VMI) – For easy-to-dispense products that you sell, work with a vending machine manufacturer to purchase or lease equipment that can be installed at your customer’s location. This enables you to compete against next day delivery services. Add vending machines at your location(s) to allow walk-in customers to make quick and easy purchases.
- Initiate productivity enhancement – Work with your manufacturers’ reps to look for cost reduction opportunities. Tour customer’s facilities to do the same. Consider adding lean manufacturing and engineering personnel to support your company’s sales effort. These steps enhance productivity and can help you cement and secure new business.
Value added services
In the post-COVID world, value added services are a proactive way to offset the benefits of online sales and overnight delivery (see more: differentiate-yourself). In most cases you can charge for them, which can strengthen your bottom line. Stephen Covey writes, “Proactive people carry their own weather with them.” Add value added services to your sales process and enjoy a sunny forecast.
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by Art Waskey | Jun 14, 2021 | Art of Sales Weekly, Featured
I consult with executives of all ages who are having trouble finding their way and making goals. Being uncertain as to where your career is headed is akin to climbing into your car with no destination in mind. Without direction you go nowhere! As Stephen Covey’s advises in 7 Habits of Highly Effective People ( Stephen_Covey ), we must “begin with the end in mind.” To find your end point define your mission, set goals and plan each day. Here are some tips.
- Identify your mission, vision and values – Create a mission statement that clearly identifies your purpose. Include your vision, which reveals where you are going, and your core values and philosophical ideals. Be concise so that your statement is easy to understand and remember. As an example, this is my mission statement: “To inspire executives to become all God intended them to be through Christ-centered writing, speaking, and consulting.”
- Set goals – Once you know where you are going, determine what steps you need to take to get there. Establish 6 to 8 goals annually and make them SMART: Specific, Measurable, Attainable, Relevant, and Time-bound. Avail yourself of seminars, like my “Goals with a Purpose”, to guide you through this process.
- Review your schedule – Each Monday, review your weekly calendar. Make sure you block in time to work on your goals. Layout the next steps for your 5 top priority projects. List all planned activities so you can visualize where there are open spaces. It is sometimes difficult to see times of inactivity on the calendar alone.
- Plan daily – Review each day’s activities bringing forward the ones that need follow up. A good checklist includes: “Things to do, people to see, places to go, projects to delegate or discuss.”
Clear Purpose
Live your life with a clear purpose by committing to your values. Find your way by identifying your mission, setting goals and planning your path.
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by Art Waskey | Jun 8, 2021 | Art of Sales Weekly, Featured
How can organizational skills help you be less stressed?
Many bright, young, high achieving men and women come to me with this problem – how to manage stress and anxiety. They all have too much to do and not enough time to do it, which breeds anxiety. This leads to burnout and often, to leaving a career you are passionate about. So – how do you take the stress out of success? Develop organizational skills.
Still waters
As I was working my way up the career ladder, I attended organizational skill building seminars. One instructor’s exercise, called “Mind Like Water,” I found particularly helpful. He had us imagine waking up early on a camping trip and standing before a lake with water like glass. Then he had us return to the lake later in the afternoon and envision people swimming and boating. We now saw a body of water covered with choppy waves. He explained that our mind is like a lake — when empty of activity, it can be still and calm.
Tips and Organizational Skills
Here are a couple of common sense approaches to organizing on the job. These can help you still the waters on a busy day.
- Use a pocket planner – When you are away from your office, record customer requests in a pocket planner. Repeat the request to your client as you write it down. Use your planner to jot down any other thoughts or ideas that come to mind. Don’t take a smart phone into your customer’s or prospects. It’s mere presents creates an immediate subconscious distraction. These actions eliminate the stress of trying to remember requests and important business to-dos.
- Keep a journal – Buy a journal. When you are back in your office, or in your car between calls, transfer your planner notes to your journal. This process allows you to “download” information and ideas in an orderly way. Organizing your agenda on paper eliminates confusion, which causes stress.
These basic organizational skills are mind-freeing. Practice them and enjoy the calm waters throughout your career.
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by Art Waskey | Jun 2, 2021 | Art of Sales Weekly
While the best networking result remains a referral from an existing client, the paths to that outcome have changed radically. To light up your contact base, you need to plug into new methods of soliciting business. The use of alternative wholesale channels, virtual selling, and digital marketing are just a few of the new ways of networking. These, combined with the pandemic limiting the all-important face-to-face connections, have left salespeople confused. How do you grow your contact base in today’s world?
Add Talent
To develop your business, consider adding channels and talents whose expertise can rapidly grow your contact base of customers.
- Social media manager – As with any critical business function, hire someone with experience to manage your social media accounts. A social media manager can increase brand awareness, drive traffic to your domain, and cultivate leads.
Through various platforms, my social media manager initiates contact with specific high-potential market clients. From his work, I average 15 new subscribers to my blog readers list per week. The growth in my network through this form of connecting is phenomenal.
- Marketing strategist – A marketing strategist identifies new market opportunities and consumer preferences for your products or services. This is done by implementing the best automated marketing software for your business.
My marketing strategist sets up distribution and presentation software that connects to my customer database. From this he generates weekly emails and monthly sales tips. He now is in the process of implementing video streaming so clients can access my training programs online.
Harvest Connections to Build that Contact Base
There are large pools of both social media managers and marketing specialists available around the country. These experts typically work with a number of clients, so their fractional cost to you is reasonable. Marketing and social media are important to your future success so choose wisely (see gearing-up-to-hire). With these contracted associates you can harvest qualified connections that will lead to new relationships and the growth of your contact base.
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by Art Waskey | May 25, 2021 | Art of Sales Weekly, Featured
The pandemic has disrupted supply chains, resulting in shortages of goods and rapidly escalating material costs. Many suppliers have had to adjust their pricing policies. The owner of a successful distributorship recently sought my advice on how to deal with price fluctuations. Some of his largest durable goods suppliers were adding surcharges to all future deliveries. Other suppliers were changing their pricing policy to “priced upon delivery.” With no control over supplier cost policies, he wanted to know about the best pricing strategies for his business.
Pricing Strategies
While the pandemic is unique, I have witnessed similar periods of price instability in the past. My sales experience suggests you consider the following actions when dealing with price fluctuations in your markets.
- Make price increases timely – The media brings the rising cost of goods to everyone’s attention as they occur. Added costs also show up early in the grocery aisle, so your customers will be well aware of price increases. If your suppliers have initiated an increase, give your salespeople copies of suppliers’ letters to share with their customers. These will support your need to raise prices. Don’t get caught waiting. Adjust your prices as early as possible.
- Review contracts – Be sure your contracts include an escalation clause. These allow you to make price increases due to unforeseen circumstances. Most clauses will require you to provide proof of need to raise price when a situation occurs.
- Anticipate surcharges – Be aware that with rapid changes, most manufacturers will include a surcharge to recover their increased cost. This is especially true of products that are quoted with long manufacturing lead times.
- Price at time of delivery – Give the customer your best estimate cost but reserve the right to change it. Make the final price conditional to the cost you incur from your supplier. To protect his margins, I know a contractor who is quoting his projects with a surcharge for final adjustment when they are completed. When costs are changing rapidly, it’s wise to quote the final price at time of delivery.
Be Proactive
The strategies listed above are important to consider in these uncertain times. When confronted with a period of price fluctuation, be proactive.
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